Insights & Events

Recently, I was with a client discussing their scholarship program – both, awarding scholarships to students as well as raising money for scholarships. The University CFO told me that the University provides institutional financial support for students based on both merit (a blend of high school g.p.a. and standardized test scores) and financial need.  Also known as “tuition discounts,” these

I talk with clients a good bit about the time we spend brushing our teeth. I don’t know anything special about dental care, of course. Rather, I bring up that daily habit because it’s one of those everyday moments in which we can briefly be alone with our thoughts, staring at ourselves in a mirror.  It’s a time where self-talk

The donor has interests and values she wants to express through her giving.  Regardless of how aligned your organization’s mission or fundraising priority is with her interests and values, this donor is only going to giving significantly and with enthusiasm if she trusts the people she is giving to. Trust is interesting because many advancement professionals act as though it

This is a well-worn question we learn as young students in school. It’s also a limiting question.  When we ask this question, the assumption is that the only value of education is how it prepares and benefits us for some specific test. Everything else that happens in the educational experience is a waste. This misunderstands the bigger and more important

We talk a lot in advancement about the importance of creating compelling stories for our donors and friends.  Stories that personify the impact of giving and volunteering.  And stories that encourage others do more of both. We invite donors to respond generously by telling a story of a life saved or changed because of our institution.  We invite volunteers to

If our goal is to raise more money for our cause, a common sentiment expressed is something similar to the following: “We will need new donors to step up!” On it’s face, this sentiment seems to make sense.  We absolutely could raise more money if new or lapsed donors respond generously. But, it becomes a mistake to prioritize the work

New leaders at all levels have an often-overlooked, but potentially critical asset at their disposal — the benefit of the doubt. The benefit of the doubt means that when a new leader arrives, her initial progress is viewed in the most positive light, instead of critically. The benefit of the doubt means that when a new leader arrives, a mistake

The central problem arising from giving gifts to donors as a result of their charitable support is far deeper than any “transactional vs. relational” discussion. Yes, we should be promoting a more relational approach to our advancement work with donors. And, yes, we have to be careful with teaching our donors to expect a gift every time they support our

To raise more money, my guess is that you could most likely invite current major gifts more often. You could most likely draft a more compelling case for support. You could most likely recruit Board and volunteer leaders who have more generous giving histories. You could most likely implement a better communications strategy and invite more planned gifts. In fact,